Senior Principal, Business Development

Overview

Who we are:

BNY Mellon is a global investments company dedicated to helping its clients manage and service their financial assets throughout the investment lifecycle. Whether providing financial services for institutions, corporations or individual investors, BNY Mellon delivers informed investment and wealth management and investment services in 35 countries. As of March 31, 2021, BNY Mellon had $41.7 trillion in assets under custody and/or administration, and $2.2 trillion in assets under management. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments. BNY Mellon is the corporate brand of The Bank of New York Mellon Corporation (NYSE: BK). Additional information is available on www.bnymellon.com. Follow us on Twitter @BNYMellon or visit our newsroom at www.bnymellon.com/newsroom for the latest company news.

What we do:

BNY Mellon has distinct expertise in trade execution as one of the world's largest asset managers and has the reputation as a trusted partner given our full suite of capital markets, financing and custody solutions.

Execution Services is a division of BNY Mellon that provides global multi-asset trading and execution related services to buyside clients. The team currently trades on behalf of $650b of our internal asset management AUM across equities, fixed income, derivatives and FX. Later this year, Execution Services will be offering this holistic trading solution to external clients as an outsourced service. Outsourcing Trading allows clients to benefit from our investment, experience and expertise in trading while they focus on their portfolio management and analytical core competencies.

JOB DESCRIPTION:

Exciting opportunity to join our Execution Services team as a dedicated product sales person focused on business development and building a client pipeline for our Outsourced Trading business. In this role your responsibilities will be as follows:

• Independently evaluates and pursues new business opportunities and client prospects.
• Serves in a consultative role to prospects, advising top leadership on the best way to achieve their short- and long- term strategic objectives through the firm's solutions.
• Responsible for achieving organic incremental growth from existing clients.
• Locates potential prospects through in-depth industry research and an understanding of the market environment, including short- and long-term trends, competitor offerings, regulatory developments etc.
• Highly experienced in independently developing leads and initiating contact with prospects.
• Screens and evaluates prospects by analyzing market strategies, deal requirements, growth potential, financials and internal firm priorities.
• Consults with prospects on their strategic vision and uses an in-depth understanding of the firm's solutions and value proposition to help achieve that vision. Develops a negotiation strategy and position to align prospect needs to firm offerings.
• Closes new prospects by structuring deals (pricing, contract terms, etc.) that achieve optimal terms for both the client and the firm. Ensures deals are compliant with all regulations. Marshals firm-wide resources (marketing, legal, compliance, etc.) to ensure the most appropriate response to prospect proposals and deal structure.
• Work closely with related teams (RMs, AMs, CSD) and other firm-wide resources (marketing, legal, compliance, etc.) to ensure all risk management/compliance activities relevant to business development activities are conducted and captured.
• Tracks and reports on business development results. Builds reports for use by senior leaders that identifies trends, opportunities, potential areas of concern, etc.
• Maintain effective internal communications to ensure that all relevant stakeholders are informed of product updates and new functionality.
• Implement and refine a sales strategy aiming at tapping into BNYM's client network to sell new solutions and maximizing associated revenue.
• Develop innovative ways to communicate to existing clients and leverage existing contacts to understand client needs, introduce the offering, and drive adoption.
• Form relationships with other salespeople across the Asset Servicing organization to ensure outsourced trading is part of the sales pitch.
• Evaluate the effectiveness of client meetings and outreach. Track results and use data and other metrics to report findings and results to management and sales.

PREFERRED QUALIFICATION:

• Bachelors degree or the equivalent combination of education and experience is required.
• Advanced/graduate degree preferred. 1
• 0-12 years of total work experience preferred.
• Financial Services experience with a particular client type or product (Hedge, Pension, etc.) preferred as is prior experience in a related customer-facing role, Sales Support, Global Capital Markets or Product Management.
• Applicable local/regional licenses or certifications as required by the business.
• A good understanding of the relevant marketplace, competitive landscape and industry drivers in the relevant region is preferred.
• As global firm, bi-lingual capabilities are helpful as is an understanding of local/cultural nuances important for client trust..

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals with Disabilities/Protected Veterans. Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.

Employer Description:

For over 230 years, the people of BNY Mellon have been at the forefront of finance, expanding the financial markets while supporting investors throughout the investment lifecycle. BNY Mellon can act as a single point of contact for clients looking to create, trade, hold, manage, service, distribute or restructure investments and safeguards nearly one-fifth of the world's financial assets. BNY Mellon remains one of the safest, most trusted and admired companies. Every day our employees make their mark by helping clients better manage and service their financial assets around the world. Whether providing financial services for institutions, corporations or individual investors, clients count on the people of BNY Mellon across time zones and in 35 countries and more than 100 markets. It's the collective ambition, innovative thinking and exceptionally focused client service paired with a commitment to doing what is right that continues to set us apart. Make your mark: bnymellon.com/careers.

EEO Statement:

BNY Mellon is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals With Disabilities/Protected Veterans. Our ambition is to build the best global team - one that is representative and inclusive of the diverse talent, clients and communities we work with and serve - and to empower our team to do their best work. We support wellbeing and a balanced life, and offer a range of family-friendly, inclusive employment policies and employee forums.